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The Steps in the Professional Selling Process

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List and describe the steps implemented in a professional selling process.

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Solution Summary

This solution details step-by-step (in over 400 words) the professional selling process.

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Professional Selling includes the following steps:

a) Prospecting - which is the process of identifying, selecting and qualifying potential customers. The process begins with target market criteria specified by marketing. Salesperson uses the criteria to identify and select potential customers that meet the target market criteria. Then the sales person conducts research (online, database, direct) to further qualify the prospect and setup a sales meeting (face to face, telephone, online).

b) Sales Presentation
1. Planning the Call - Salesperson specifies the objective of the call. That is, what does the prospect need to commit to at the end of ...

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